Training salespeople provides a unique challenge to traditional trainers. This Infoline helps you create excellent in-house sales training programs. You will learn how to analyze organizational and learner needs, design training that aligns with the sales process, and effectively implement the training. This issue is a must-have for any trainers or training managers tasked with creating sales training.

Officially recognized by Sales & Marketing Management Magazine as one of the most influential people in professional selling, Brian Lambert is your guide to the 10 Steps to Successful Sales (ASTD, 2009). This book gives you the benefit of his extensive doctoral research, experience training thousands of salespeople internationally, and interviews with hundreds of sales professionals and managers. He is currently director of sales enablement at Oxygen Learning. With more than 15 years of work in sales, sales management, and sales training, Lambert is an internationally recognized expert on transforming sales team systems, processes, and people through learning. He has personally trained more than 15,000 salespeople and sales managers from across the globe, and he has also written two other books on professional selling, including World-Class Selling: New Sales Competencies (ASTD, 2009) with Tim Ohai and Eric Kerkhoff. He holds an MS in human resource and information resource management from Central Michigan and a PhD in management from Capella University.

Dan Seidman is a world-recognized authority in sales training. He was named “International Sales Training Leader of the Year” (Stevie Awards, 2013) for his work in redesigning existing sales training to significantly increase sales team performance. Dan is also an accomplished consultant, speaker, coach, and author of five books, including the bestselling Sales Autopsy (Kaplan, 2006) and The Ultimate Guide to Sales Training (Pfeiffer, 2012). His business humor columns reach more than 1.5 million readers a month, both online at Monster.com and in print at Agent Sales Journal, Independent Agent, Insurance NewsNet, Advantages Magazine, and more. Dan is the founder of GOT INFLUENCE?, where he teaches language strategies that develop salespeople into world-class sales professionals. As a World Masters athlete, Dan has won three gold medals playing on the U.S. basketball team.